Many times, especially in companies that offer professional services, it is very difficult for them to transmit the "know-how", so difficult that until they hire you, and do not live in the experience of working with that professional, they cannot prescribe you. This problem becomes more evident if our customer acquisition tool is the internet and more specifically our website. We should try to solve and accelerate this process, and inbound marketing throughout its cycle plays a crucial role.
Most of the time when we decide to hire professional services, we try to find success stories, get to know the people in whom we are going to place our trust to help us with legal, financial, sales problems, etc. Too important to choose without knowing them at all.
If we are on the side of the professional services consultant, our job should consist of transmitting confidence and security, explaining how we do things, what is our idea and our expertise on various topics, that we are at the forefront in the sector, and that we know and we know very well what we do, and we also know how to apply it.
Option one, we saw it on the web. We all have that clear, I have not yet found a website that questions what the same company that is being advertised does.
Option two, we do it, we transmit it by creating and generating content that increases that trust. And the best thing is that the same professionals of the company do it.
How to convince the potential client that we are their best option
1. Use podcasts and audios to generate closeness and trust
The voice is an element with which we can achieve a very high degree of emotional connection, I would say that much more than the video, no element distracts us, and our attention is focused 100% on what the person speaking is saying.
Offer to give free or paid talks, that are already at the consumer's taste, talking to entrepreneurs about the subject you master, use your mobile to record yourself, and then you can publish the podcast, Victor Martín explains step by step how to make a podcast of zero.
Prepare a debate with other professionals in the sector, or with your clients where you can exchange experiences, problems, and solutions and record the audio, the case studies or debates are in high demand. People who listen to you will have a very clear idea of how you do things.
2.Use your videos of talks, lectures, and conferences
If you have experience speaking in public, you can raise the level and record yourself on video, or use the recording made by the event organizers. If they have video and the audio is regular, going too bad, I recommend that you watch this video I made to explain a low-cost mode to improve the audio of your videos and make it look professional (it has almost 4,000 reproductions).
3.Use infographics to make any complex explanation closer.
It usually happens that we are great professionals, of ours, but who has to understand what we explain is our future / potential clients, let's make it easy for them to understand it and even attractive and friendly. Sometimes it is enough to make a simple to understand and very schematic design. We can always "spice it up" with audio.
4. Make a presentation in keynote or PowerPoint but introduce audio with your voice
Come in, and surely it has happened to you, that a potential client has asked you for a presentation, "send me an example", "send me a dossier", "give me a presentation of yours" and you have answered - I would like to show it to you, I can explain it to you much better in person-… etc. And we risk having neither a visitor nor a potential client. I have an idea to skip that option: record the audio as if you were doing the presentation, as I explain in the video and you send an executable PowerPoint presented by you, but without your physical presence.
5.Give a live talk with hangout or webinar
You can promote a free event on your page and use Google+ or any other platform to do webinars, people who want can attend for free. In this way, you generate a lot of trust and you can expand your database, in addition to expanding your territory of action since there are no geographical limits. In this collaborative post by Yoriento, you can see some.
6.Write an ebook with simple tips that help people to be happier in their personal or professional life
If you are already very clear about who your target audience is and how you are going to build it, you can create an ebook with very specific advice on a topic that may be of interest to that audience. If you help them, you will generate a very high degree of trust.
Image Source -https://www.callpage.io/blog/how-to-convince-the-client-to-buy/